Example of Win-Win and Coaching Skills To Find Solutions

Jamie and Bailey work for a global firm that specializes in sustainability and supplier logistics. Jamie mentors Bailey with the hopes that Bailey will take on more client responsibility so that Jamie can focus on thought leadership and business development. Jamie decides to talk to Bailey about handling the Acme Anvil Company account. Jamie says

  • Win-Win Step 1: State the Facts: “Up to now, I’ve handled most of the client relationships, which means I am not able to focus on thought leadership and other business development activities.”
  • Win-Win Step 2: State Feelings: “I am concerned that if I don’t spend time on thought leadership, we’ll lose our standing as a premier sustainability-strategy firm.”
  • Win-Win Step 3: State Needs/Goals: “I need some support to free up time.”
  • Win-Win Step 4: Make a Request: “Would you be willing to take over the Acme Anvil Company account?” 
    • Inner loop (not a no, but not a yes): Bailey responds, “I like the idea in principle, but I’ve got some concerns.”

Jamie avails himself of coaching to create a strategy that works for both of them.   

  • Coaching Step 1: Establish the Focus: 
    • Jamie asks, “Bailey, what would you like to see happen?”  
    • Bailey: “I’d like to make sure that the transition is smooth and I have support in metallurgy, which as you know, has never been an area of expertise for me.”  
    • Jamie: “What would you like to get from our conversation today?”
    • Bailey: “A clear strategy for support. Let’s work out the transition plan later.”
  • Coaching Step 2: Brainstorm Options: 
    • Jamie: “What ideas do you have for support in metallurgy?”
    • Bailey: “I think Terry in engineering would be perfect and might enjoy being a co-lead. And, I think if I could rely on you and Addison in a pinch I would have what I need.”

More questions, more options generated.

  • Coaching Step 3: Create Action Plan: 
    • Jamie: “Which of these options do you think will work best for you?”
    • Bailey: “I’d like to start with talking to Terry; I bet Terry’s game.”
    • Jamie: “What else?”
    • Bailey: “Let me read up on Acme and see if I have any more questions.”
  • Coaching Step 4: Remove Obstacles: 
    • Jamie: “Who else do you think you need to talk to?”
    • Bailey: “Addison and Payton, for sure.”
    • Jamie: “Is there anything else you need in terms of resources or support?”
    • Bailey: “Other than a little bit of time to get up to speed, not really.  I’ll come to you when I have questions or want to pick your brain.”
  • Coaching Step 5: Review & Commit: 
    • Jamie: “Great. Just to recap, what will you do by when?”
    • Bailey: “I am going to talk to Terry by the end of the week. I’ll touch base with Addison within a couple of days of talking to Terry and I’ll start reviewing the file now.”  
    • Jamie: “Sounds like a plan! When would you like to touch base on this next?”  
    • Bailey: “How does next Friday over lunch look for you?”
    • Jamie: “Perfect.”